0:00 Oh, right, in this video we're gonna talk about offer strategy. So we're gonna start off the med spot offer ladder here. 0:06 This is a concept in internet marketing, especially there's this concept called the offer ladder, which explains how in a lot of these online businesses, people should ascend, right, up to more expensive offers. 0:18 So they start with a, with a low price offer. And as they get to know you better, they start purchasing more expensive offers. 0:23 And this absolutely applies local businesses, especially MedSpot. So here's what the offer ladder looks like for a MedSpot. So people come in at the bottom left here. 0:33 So on the Y-axis, you have price on the X-axis, you have value, right? So high price, high value would be up at the top right corner. 0:42 So when someone starts coming into your business, it is best to bring them in with a low ticket offer. It's just like the concept of dating if you've never met someone before, you're not going to go up to them and ask them to marry you. 0:53 You're gonna ask them out for a low commitment like date, like dinner or lunch or something like that, right? It's same goes for your clinic. 1:00 So if you wanna generate a high volume of new clients for your business, it's best to start with a low ticket offer and I'll explain how that works in a second. 1:07 You can definitely bring them in with mid ticket and high ticket offers, like we have some clients that do that, but by and large, you're gonna have the most success, bring them in with a low commitment low ticket offer. 1:17 So once someone comes in with a low ticket offer, you can then upgrade them to mid ticket and high ticket offers, right? 1:22 So you bring someone with a low-to-get offer, you have a consultation. And then from that consultation, you can upgrade them to a mid-to-get offer, which is going to be, I'll explain how like what the price range is for that, a high-to-get offer, and then you can also get them in for a membership offer 1:38 . I really don't recommend using a membership to acquire new clients because a membership is a long-term thing, right? And so it goes back to the dating example. 1:48 A membership is almost like getting married with someone you're committing, they're committing to coming in on a regular basis. And so people aren't going to want to do that if they've never met you before they don't know the business. 1:58 So a membership is something that you should be offering to clients once they already visited the clinic. They've already spent some money with you. 2:04 So let's explain each type of offer. As I mentioned, the low ticket offer is not, it's not meant to make you money, right? 2:10 It's meant to create the strongest possible incentive for someone to visit your clinic so you can upgrade them to hire ticket offers. 2:17 So they're generally priced between $1,150, $150. They're used to generate appointments through both booster shots and meta ads. So a booster shot is an SMS campaign that we use to reactivate your current list of clients and meta ads are for new clients, right? 2:31 So you can use low ticket offers, you can send them out to your current list, and then you can also use them to bring in clients through meta ads. 2:38 So it's not just new people that will come in through low ticket it offers, it's majority new people, but there are also great offers to send to your list, right? 2:46 Because there may be people that, you know, haven't been into your clinic for years, and they kind of need that, you know, low commitment offer to get them started again. 2:55 So you want to consult with patients to find out what they need and then sell it to them. And the problem is that consults, they're perceived as boring and scary, right? 3:03 I know, those are two things that don't really go together, but with consults, they are. Like, people don't, they're not exciting, but they're also very intimidating, right? 3:11 And so that's why advertising and consultation alone doesn't work even if it's free And so the solution is to advertise an introductory package with a treatment and a consultation and you want to do it This way because you can charge up front because these treatments have high value People will be excited 3:27 to show up since there's a treatment involved and you can still consult with patients, right? So when people come in it's not just about getting into the treatment and then having them leave and ever come back you want to give them that nice experience and and consult with them and then find out what 3:41 they actually need and then sell to them. So the dating app example, I mentioned this before, but yes, when you meet someone, you don't ask them to marry you, you get them to come out for a coffee date or to the park. 3:51 It's same with your treatments, right? This is why you use low ticket offers. Next are mid-ticket offers. So mid-tickets offers are easy to sell programs designed to create some initial results. 4:01 They're priced usually between $1,000-15,000 and they're usually sold during the consultation. You can still sell them to your existing database through a booster shot, but by and large they're usually sold during the consultation. 4:14 You can advertise this on Meta, just don't expect as many leads as advertising a low ticket offer. So, like I mentioned, clients should start at the bottom of the value ladder and this is why we recommend primarily low ticket offers for Meta ads, doesn't mean you can't use mid-ticket. 4:28 We certainly have clients doing that. Number three, our high ticket offers, so the purpose of the high ticket is to roll patients in a complete treatment program so they can get the best results while making you the most money. 4:39 They're usually priced over a thousand dollars. They are best sold during a consultation because oftentimes there's some customization involved and you really need to sit down with a client and explain with them what they're getting into with this package. 4:51 So you can also display these offers in clinic to increase their visibility, simulate conversation if you have this really cool special or someone does a high ticket treatment. 4:59 you can definitely display that in clinic. And then we have membership offers. So these are designed to enroll clients in monthly membership programs so they can continue to get better results over the time. 5:09 And they're usually presented, they can actually be presented at any time during the client journey. So you can present it during a consult. 5:16 You want to have membership signage in your clinic. You really want to be reminding people all the time of your membership program if you have one. 5:24 And just like dating clients, they want to first experience the clinic like before they commit to a membership. Then you have your non-value ladder offers. 5:34 So these are offers that aren't part of the value ladder, but you're still making them to encourage different actions. So for example, for Google Reviews, you can offer a free 12, the 12 shop for Google Review, referral generation. 5:45 You can offer a 100 to $200 treatment credit when someone refers a friend, event promotion. So you can offer a $50 gift card plus a raffle entry when people show up to your event. 5:55 And then the gift card offer, This is something we often do for Christmas people buy a hundred dollar gift card Sorry, they buy a three hundred dollars for every three hundred dollars in gift cards They get a free hundred dollar gift card and then when they buy six hundred dollars You can get them a 6:09 free treatment such as a laser treatment So all these offers they're part of all the systems that we have in forever booked And so it's really important that there's this quote Charlie Munger He says showing the incentive I'll show you the outcome right if you want a certain outcome and you're not getting 6:24 it You need to look at the incentives that are in place, you need to make sure you have the right incentives with your offers to get people to take the action that you want them to take.